CHATTANOOGA, Tenn. — When it comes to a negotiation, Chris Voss said he never focuses on goals but instead on the process of getting the best outcome possible.
“Never be so sure of what you want that you wouldn’t take something better. The more focused you are on a prize, the more likely it is you’re going to miss a better opportunity,” said Voss, a former FBI lead hostage negotiator and authority on high-stakes negotiation, at FreightWaves’ F3: Future of Freight Festival. “That’s why I’m much...